Sales Techniques Training
Mastering the Art of Selling at
NUQO©
Training Objectives
• By the end of this session, participants will:
• - Understand the full cycle of a sales call
• - Learn techniques to plan, prepare, present,
and close effectively
• - Practice objection handling and post-call
analysis
1. Sales Planning
• Planning is the foundation of successful selling. It involves setting realistic goals for each
customer interaction, identifying potential high-value customers, and managing your time
efficiently.
- Analyze your territory to identify key accounts.
- Define specific call objectives tailored to customer needs.
- Use tools like call planners, customer profiling sheets, and mapping apps.
- Prioritize customers based on opportunity, not just convenience.
Activity: Prepare a 30-day territory action plan highlighting top 10 priority customers.
2. Effective Preparation
• Preparation ensures your sales call is relevant and impactful. It’s about knowing your
customer, your product, and having everything you need ready before the interaction.
- Review customer history, recent feedback, and challenges.
- Customize your pitch with product benefits aligned to their business.
- Carry updated materials like samples, brochures, and data sheets.
- Prepare thoughtful questions to uncover deeper customer needs.
Activity: Pre-call simulation with peer feedback on readiness.
3. Impactful Presentation
• An effective presentation clearly conveys how your solution solves the customer’s problem. It
should be benefit-driven, visual where possible, and interactive.
- Focus on outcomes: improved performance, cost savings, ROI.
- Use real field data or testimonials to boost credibility.
- Avoid jargon; speak in terms your customer understands.
- Encourage dialogue, not a one-way pitch.
Activity: Deliver a 2-minute value-based pitch and get team feedback.
4. Handling Customer Objections
• Objections are a sign of interest, not rejection. Responding well can turn hesitation into
agreement.
- Listen fully before responding—don’t interrupt.
- Clarify the objection to ensure understanding.
- Respond with empathy and provide data or examples.
- Techniques: ‘Feel-Felt-Found’, Reframing, Acknowledgement + Clarification.
Activity: Practice common objection scenarios in pairs.
5. Closing the Sale
• Closing is about guiding the customer to a decision at the right time. Look for signs they’re
ready and act confidently.
- Buying signals: pricing questions, delivery timelines, decision-makers involved.
- Use assumptive, direct, or summary closes.
- Stay calm and silent after asking for commitment.
- Have trial samples or pilot proposals ready.
Activity: Identify and respond to closing cues from mock sales videos.
6. Post-Call Analysis
• The best salespeople reflect on every call. Post-call analysis builds self-awareness and
prepares you better for the next step.
- Review what went well and what didn’t.
- Document insights, next steps, and customer feedback.
- Update CRM or tracking tools promptly.
- Share learnings with the team if valuable.
Activity: Fill a structured post-call analysis template for your last visit.
Final Takeaways
• ✅ Plan with purpose
• ✅ Prepare with precision
• ✅ Present with impact
• ✅ Handle objections with confidence
• ✅ Close when the opportunity is hot
• ✅ Analyze and improve continuously
